Who does sales ?

[Degen]

And I mean not by having a generic e-commerce store where one can just click what they want for a price and check out.

But the way to get to know what the clients problems are and try to solve it by having the correct solution.


How do you go to work?
Do you go straight to the point or do you do it in a more roundabout way?

 

[roydan]

I'm more straight to the point kind of guy. I feel that it attracts that type of clients, resulting in much less time wasted on non productive calls.
When I get a client who likes to talk, I usually explain that every minute spent talking is one less minute I have to work on their campaigns.

 

[Aleksandar916]

I do it often, usually larger sales.

Some small talk is often welcome, release the tension, get a few laughs, unless they want to go straight to the point.
The whole process depends on many factors - do you know them from before, are they a return customer, how big is the sale, etc.

I like the approach of asking the (what I consider to be) right questions and letting them do most of the talk. Makes my job easier.

 

[Degen]

I do it often, usually larger sales.

Some small talk is often welcome, release the tension, get a few laughs, unless they want to go straight to the point.
The whole process depends on many factors - do you know them from before, are they a return customer, how big is the sale, etc.

I like the approach of asking the (what I consider to be) right questions and letting them do most of the talk. Makes my job easier.

The less you talk the more you listen and get information out of them from asking the correct questions.

I have no clue in what kind of business you are in but do you ever recommend your client to do something else entirely instead of going with what they asked for in the first place?

 

[Aleksandar916]

I have no clue in what kind of business you are in but do you ever recommend your client to do something else entirely instead of going with what they asked for in the first place?

I do. And sometimes that means they would spend less, but the end goal is for them to be happy with the service and come back.

Good business is always better than a good sale.

 

[bigmansyndrome]

I do. And it all depends on the solution/product you are selling

 

[Bronsonc]

It all depends on the product\solution. My opinion is this.

 

[ttmschine]

You need to learn how to ask the right questions, look on YT for Sandler sales method, it's IMHO excellent - you don't need to pay for the training you can work out what you need to do.

In essence you need to get the client to relive the experience since they feel the stress/pain, then ask them how much does this problem cost them, if they've tried to fix the problem before, how that went, and if they're actively willing to fix the problem now (there's reasons for all of that).

Then if you have a solution follow the next steps in the training.

People buy emotionally and rationalise the purchase logically, hence why getting them to relive the problem.

The sweet spot is when you identify a problem that causes them pain and costs them money, and you can provide a solution to fix that problem.

Then you're not trying to sell them some product or service, you are fixing a problem that costs them money / gives them problems and they are more inclined to work with you.

I worked in face to face sales of electronic components, etc for years, had some great successes using this approach like took one customer from spending c.$15K per year with us to $15K per month.

In the meantime my colleagues were trying to sell their customers a set of screwdrivers or an oscilloscope.